Professional football players practice for days before each game.
Professional basketball players practice before every game.
Professional baseball players practice at spring training and before every game.
Professional hockey players practice before every game.
Professional golfers practice days before every tournament.
Every professional athlete, musician, or actor practices before their performance..
Professional salespeople practice??
Good question… when should professional salespeople practice… and how much should they practice? One thing for sue is that practice improves all performance.. no matter how good they are. The professional salesperson that doesn't practice before giving their presentation is, in fact, practicing in front of their customers. As a result performance will be below what they’re capable of, costing them income.
Who really needs to practice? My answer to that question is “anyone who wants to be a true PROFESSIONAL.”
When should a professional salesperson practice? Here is a list of possible times:
1. Mornings- before your day starts practice the pitch and some answers to objections.
2. Between calls- practice on a needed area.
3. Before a presentation- practice on a needed area.
4. Over lunch hour- Practice pitches on other products.
5. Evenings- Practice less used answers to objections.
6. Weekends- Practice new promo descriptions.
7. Role play over the phone with your manager and cover problem areas.
What should a professional salesperson practice? – “Only what they want to be good at.”
How much should a professional salesperson practice? Answer, “How good do you want to be?” OR “How much money do you want to make?”
I believe Professional and Practice go together. I don’t believe it’s possible to claim to be a professional in any endeavor without constant effective practice. That’s what separates the winners from the wannabe’s. That’s what separates the big buck$ from the rest.
We, in the sales profession, can learn a lot from the sports greats. Their talent, ability and achievements are too often attributed to luck… they were born with it. In fact, the biggest reason for their success is their dedication to hard work AND PRACTICE. We, too, can apply these same tried and proven techniques to make us the best we can be thus maximize our income in the process.
Ken Hennig
President Superior Lamp
Showing posts with label sales tips. Show all posts
Showing posts with label sales tips. Show all posts
Monday, May 23, 2011
Thursday, April 21, 2011
Superior Lamp President Ken Hennig "Leadership and Sharing"
One of the really great aspects of the Superior Lamp Opportunity is that it grows for you when you share it. Every time we help someone else take advantage of this great opportunity it grows for us. Whether we're helping a new Rookie get started or and old Veteran friend, the net result is that both their opportunity and your opportunity grow.
I'm not exactly sure how it happens but it does. Over the years, I've heard countless personal testimonies on how being involved in Superior Lamp's leadership program helped their careers as much as they helped others. Maybe it's the fact that being involved in leadership forces us back to the basics. Maybe it's the fact that we're working and thinking about solutions, not problems, that forces us to have a more positive mental attitude. Maybe it's the synergy that comes from putting two like-minded, energetic people together with a common goal. Or maybe it's our earthly reward for helping out another human being.
Whatever it is, it works. And, for that very reason everyone should be involved in Superior Lamp's leadership program. The company needs your help to continue and expand our collective opportunity. All salespeople alike need to share in your experience and expertise. And, most5 of all, you need the personal satisfaction that comes from helping someone else become more successful.
Share your opportunity through Superior's leadership program and watch every one's opportunity grow as a result. The Superior Lamp Opportunity is one of those rare things that grows larger for you when you share it with others..so share it a lot!!
Ken Hennig
President of Superior Lamp
Monday, April 4, 2011
Superior Lamp President Ken Hennig "The Power Of Focus"
Step outside on a sunny day and you can instantly feel the warmth of the sun on your face. Now take a 3 inch band of that sunlight and pass it through a magnifying glass that focuses3s it to a pin-point beam and all of a sudden that sunlight can start a fire!
Our sales energy is just like sunlight. Dilute it, spread it thin and it loses nearly all of its power. But... focus it and it becomes awesomely powerful!
Dilution of focus is probably the most common of sales maladies. The thinking goes like this:
" I'm good at selling lighting so I'd also be good at selling (NIC, fixtures, other products, etc.) Therefore, if I sell both I will double my income."
OR
"I'm good at selling small and medium size businesses at TOP OF THE LINE so I'd also be good at selling large businesses, large discounted orders."
It seems so simple. Add another product or add another area of the market and watch the cash roll in. But it doesn't. Actually, the reverse happens...income decreases. Why? DILUTION OF FOCUS!
When we broadend the spread, our sales energy dramatically decreases its power... quickly AND dramatically! Instead focus your sales energy like a laser beam. Focus your energy on selling our TOP OF THE LINE product at full price!
Over the years I've met top salespeople in many industries ranging from insurance to real estate to computers. All of them were narrowly focused on a niche in the field. They wee not only experts on their rather narrow product focus, but their sales tools were extraordinarily fined honed after hundreds of presentations in their narrow product area. They had gatherer ed all of their sales energy and, like a magnifying glass, focused it narrowly. As a result they became the best in their field! Meanwhile, their competitors tried to be all things to all people and ended up DILUTING THEIR FOCUS until they were merely lukewarm sales performers.
To achieve the success of a Top Producer year in and year out, you must pattern yourself after other top producers. And the pattern they offer is that of a tightly focused laser beam of Sales Energy. Here is the classic example of LESS IS MORE. Less dilution yields more income! Focus your sales energy and your increase in income will not be 10% or 20%. It will be 50%-100% Focus... it's simple, everyone can it, and it pays better than any alternative.
Ken Hennig
President Superior Lamp
Our sales energy is just like sunlight. Dilute it, spread it thin and it loses nearly all of its power. But... focus it and it becomes awesomely powerful!
Dilution of focus is probably the most common of sales maladies. The thinking goes like this:
" I'm good at selling lighting so I'd also be good at selling (NIC, fixtures, other products, etc.) Therefore, if I sell both I will double my income."
OR
"I'm good at selling small and medium size businesses at TOP OF THE LINE so I'd also be good at selling large businesses, large discounted orders."
It seems so simple. Add another product or add another area of the market and watch the cash roll in. But it doesn't. Actually, the reverse happens...income decreases. Why? DILUTION OF FOCUS!
When we broadend the spread, our sales energy dramatically decreases its power... quickly AND dramatically! Instead focus your sales energy like a laser beam. Focus your energy on selling our TOP OF THE LINE product at full price!
Over the years I've met top salespeople in many industries ranging from insurance to real estate to computers. All of them were narrowly focused on a niche in the field. They wee not only experts on their rather narrow product focus, but their sales tools were extraordinarily fined honed after hundreds of presentations in their narrow product area. They had gatherer ed all of their sales energy and, like a magnifying glass, focused it narrowly. As a result they became the best in their field! Meanwhile, their competitors tried to be all things to all people and ended up DILUTING THEIR FOCUS until they were merely lukewarm sales performers.
To achieve the success of a Top Producer year in and year out, you must pattern yourself after other top producers. And the pattern they offer is that of a tightly focused laser beam of Sales Energy. Here is the classic example of LESS IS MORE. Less dilution yields more income! Focus your sales energy and your increase in income will not be 10% or 20%. It will be 50%-100% Focus... it's simple, everyone can it, and it pays better than any alternative.
Ken Hennig
President Superior Lamp
Monday, November 15, 2010
To all at Superior Lamp IF YOU CAN’T SAY ANYTHING GOOD
To all at Superior Lamp
IF YOU CAN’T SAY ANYTHING GOOD
ABOUT SOMEBODY…
Superior Lamp announces its campaign to help eliminate “Cyber Bullying”. The statistics are growing: “Half of public school principals (49%) report that bullying, name calling, or harassment is a serious problem. There was a time when most people figured that a certain amount of hassling was just a part of the maturation process. Today the whole bullying phenomena has gotten way out of hand.
With the computer and the instant ability to make comments, based in fact or fabricated, that are spread for any and all to see the chaos and damage that can be done, is devastating to anybody that is targeted. This effect is not just something that is solely being demonstrated by unmonitored youth but has become prevalent throughout our society.
Oftentimes our youth is blamed for creating new and devious ways to wreak havoc on their peers. Well, in this case the blame may lie in another area of our culture. While the internet has been a value in some areas, the unbridled and unrestrained venue that the internet provides, has created again a new term that has raced to the top of our vocabulary, “Cyber Bullying”.
The biggest part of this equation is that this was not something created by our children, rather it is what the adults of our community that have not only allowed this to prosper but have encouraged it on a daily basis.
Take a look at the current negative ads that we allow. All political parties employ this tactic to belittle their opponent. Oftentimes, there is little or no corroborated facts involved. The simple fact that we, as members of our society, let this continue is fodder for our children to lash out at people with which they come in contact. Until America makes a commitment to identify and eliminate all forms of bullying, cyber or otherwise, how can we expect our children to get the message.
Superior Lamp is going to list on its blogs --------------------continuing updated information on where you can see, and have access to sites that address this serious area of concern to all Americans. Superior believes it is time to put a stop to all bullying on the web as well as the school yard.
If you see comments that are unsubstantiated in nature and you do not correct or at least disregard this information, you are not only victim of bullying, but also a contributor to its dissemination. We all have to become aware that just because somebody or some site states something does not make it true. This nation has always had to deal with similar issues and by doing so has moved forward and remained the great nation that we are.
Tom Mosher
Executive Staff
IF YOU CAN’T SAY ANYTHING GOOD
ABOUT SOMEBODY…
Superior Lamp announces its campaign to help eliminate “Cyber Bullying”. The statistics are growing: “Half of public school principals (49%) report that bullying, name calling, or harassment is a serious problem. There was a time when most people figured that a certain amount of hassling was just a part of the maturation process. Today the whole bullying phenomena has gotten way out of hand.
With the computer and the instant ability to make comments, based in fact or fabricated, that are spread for any and all to see the chaos and damage that can be done, is devastating to anybody that is targeted. This effect is not just something that is solely being demonstrated by unmonitored youth but has become prevalent throughout our society.
Oftentimes our youth is blamed for creating new and devious ways to wreak havoc on their peers. Well, in this case the blame may lie in another area of our culture. While the internet has been a value in some areas, the unbridled and unrestrained venue that the internet provides, has created again a new term that has raced to the top of our vocabulary, “Cyber Bullying”.
The biggest part of this equation is that this was not something created by our children, rather it is what the adults of our community that have not only allowed this to prosper but have encouraged it on a daily basis.
Take a look at the current negative ads that we allow. All political parties employ this tactic to belittle their opponent. Oftentimes, there is little or no corroborated facts involved. The simple fact that we, as members of our society, let this continue is fodder for our children to lash out at people with which they come in contact. Until America makes a commitment to identify and eliminate all forms of bullying, cyber or otherwise, how can we expect our children to get the message.
Superior Lamp is going to list on its blogs --------------------continuing updated information on where you can see, and have access to sites that address this serious area of concern to all Americans. Superior believes it is time to put a stop to all bullying on the web as well as the school yard.
If you see comments that are unsubstantiated in nature and you do not correct or at least disregard this information, you are not only victim of bullying, but also a contributor to its dissemination. We all have to become aware that just because somebody or some site states something does not make it true. This nation has always had to deal with similar issues and by doing so has moved forward and remained the great nation that we are.
Tom Mosher
Executive Staff
Thursday, August 19, 2010
SUPERIOR LAMP SALES TIP: "DO YOU BELIEVE?"
DO YOU BELIEVE?
Everyday we are bombarded with information from more and more available sources. The information age is turning into the “overload age”. If you and I are experiencing this glut of supposed facts, then you can be pretty sure your customers are receiving the same overabundance of information on a daily basis. In the end, what it comes down to is that we are all looking for the right answers but there are so many choices. The ‘he said’ or ‘she said’ can present a mind numbing situation that makes the decision making process very complicated. This is where the conviction or belief that we show in our own products and services can make the difference in closing a sale.
In my last communication, I mentioned that we would be reviewing the tools you have available in your toolbox. There is a strong tool in the box that helps the buyer make his decision: The Order Blank Close. This technique has been around the sales profession for many decades, and there is good reason that this tool has survived over the years …. IT WORKS!!!
Most accounts you call on are making decisions based, not only on the information they receive via the demonstration or your presentation, but also the conviction you demonstrate when closing. They are looking for the salesperson that believes in their product and who will be around in the future to service their account. One of the strongest statements you can make is to assume the sale. When you put your head down and start to write, it shows you are expecting a ‘yes’, and it is just a natural continuation of the sale. Yes, conviction turns lookers into buyers.
Will you get objections after you begin to write on the order pad? You should expect them and be ready to follow up with the appropriate rebuttal, then return to the order pad and write up the order. If you hesitate to write on the pad, it shows the buyer that you don’t believe and conversely, why should they? The Order Blank Close and the conviction with which you proceed will instill confidence in the buyer that they are making the right decision.
…..DO YOU BELIEVE…..!!!!
Tom Mosher
Executive Staff
Everyday we are bombarded with information from more and more available sources. The information age is turning into the “overload age”. If you and I are experiencing this glut of supposed facts, then you can be pretty sure your customers are receiving the same overabundance of information on a daily basis. In the end, what it comes down to is that we are all looking for the right answers but there are so many choices. The ‘he said’ or ‘she said’ can present a mind numbing situation that makes the decision making process very complicated. This is where the conviction or belief that we show in our own products and services can make the difference in closing a sale.
In my last communication, I mentioned that we would be reviewing the tools you have available in your toolbox. There is a strong tool in the box that helps the buyer make his decision: The Order Blank Close. This technique has been around the sales profession for many decades, and there is good reason that this tool has survived over the years …. IT WORKS!!!
Most accounts you call on are making decisions based, not only on the information they receive via the demonstration or your presentation, but also the conviction you demonstrate when closing. They are looking for the salesperson that believes in their product and who will be around in the future to service their account. One of the strongest statements you can make is to assume the sale. When you put your head down and start to write, it shows you are expecting a ‘yes’, and it is just a natural continuation of the sale. Yes, conviction turns lookers into buyers.
Will you get objections after you begin to write on the order pad? You should expect them and be ready to follow up with the appropriate rebuttal, then return to the order pad and write up the order. If you hesitate to write on the pad, it shows the buyer that you don’t believe and conversely, why should they? The Order Blank Close and the conviction with which you proceed will instill confidence in the buyer that they are making the right decision.
…..DO YOU BELIEVE…..!!!!
Tom Mosher
Executive Staff
Tuesday, June 1, 2010
DOUBLE ARC HIGH PRESSURE SODIUM
DOUBLE ARC HIGH PRESSURE SODIUM
Superior Lamp's Double Arc HPS lamps provide instant restart capability. Other High Intensity Discharge lamps (Mercury, Single-Arc HPS, or Metal Halide) won’t instantly restart if they are hot from operation. They must cool down, which can take several minutes, and can be merely a nuisance, or it could pose a serious safety hazard (especially for correctional facility lighting).
Superior Lamp's Double Arc HPS lamps have two identical arc tubes inside the lamp. Only one arc tube lights at a time, leaving the second backup tube cool and ready to provide instant light in case the power is momentarily interrupted.
Extra-Long Life Saves Your Customer Money
Two separate arc tubes means only one arc tube lights at a time. That means our Superior Lamp Double Arc HPS lamps last almost twice as long as our single arc HPS lamps by splitting the operation load over time. Superior's Double Arc HPS lamps are guaranteed for an amazing 100 months. That’s super long life, saving customers big on:
- Replacement lamp costs.
- Labor costs. These costs, including equipment rentals (lifts or bucket trucks), are typically more than the cost of the replacement lamps.
Selling the Double Arc HPS to your HPS customers will give them more security and more savings, and provide you more satisfied customers and more sales!
Superior Lamp's Double Arc HPS lamps provide instant restart capability. Other High Intensity Discharge lamps (Mercury, Single-Arc HPS, or Metal Halide) won’t instantly restart if they are hot from operation. They must cool down, which can take several minutes, and can be merely a nuisance, or it could pose a serious safety hazard (especially for correctional facility lighting).
Superior Lamp's Double Arc HPS lamps have two identical arc tubes inside the lamp. Only one arc tube lights at a time, leaving the second backup tube cool and ready to provide instant light in case the power is momentarily interrupted.
Extra-Long Life Saves Your Customer Money
Two separate arc tubes means only one arc tube lights at a time. That means our Superior Lamp Double Arc HPS lamps last almost twice as long as our single arc HPS lamps by splitting the operation load over time. Superior's Double Arc HPS lamps are guaranteed for an amazing 100 months. That’s super long life, saving customers big on:
- Replacement lamp costs.
- Labor costs. These costs, including equipment rentals (lifts or bucket trucks), are typically more than the cost of the replacement lamps.
Selling the Double Arc HPS to your HPS customers will give them more security and more savings, and provide you more satisfied customers and more sales!
Monday, March 29, 2010
Superior Lamp Product Tip- Avoid "Hot Relamp"
, Superior Lamp Product Tip -AVOID “HOT RELAMP”
When your customers’ Superior Lamps are about to be installed, make sure the power is turned off to the fixture. This is done to avoid a “hot relamp.” Hot relamping tests have been shown to shorten, sometimes severely, the life of the lamp being installed in the socket.
A “hot relamp” is the term for changing a lamp when the power is still on at the socket. A hot relamp jolts the lamp’s filament when the base makes any positive electrical contact with the energized socket. When you screw in a lamp, you are wiggling the bulb around (which can flex the cold filament) and then a large surge of electricity jolts the filament while it is flexed. This moment of stress can reduce lamp life and cause a premature burnout. Cold relamping (relamping with the power off to the socket) is recommended for all types of screw-in and plug-in lamps. This should particularly be the case when changing Halogen lamps, since they use a more inflexible filament.
Hot relamps should also be avoided with fluorescent fixtures, as you can short out and damage the ballast and lamps. In addition, hot relamping places the installer at higher risk for electrocution, which is why hot relamping violates OSHA safety regulations.
To insure Superior Lamp customers get the best life and most satisfaction from our products, remind them not to hot relamp.
Superiorlamp.com
When your customers’ Superior Lamps are about to be installed, make sure the power is turned off to the fixture. This is done to avoid a “hot relamp.” Hot relamping tests have been shown to shorten, sometimes severely, the life of the lamp being installed in the socket.
A “hot relamp” is the term for changing a lamp when the power is still on at the socket. A hot relamp jolts the lamp’s filament when the base makes any positive electrical contact with the energized socket. When you screw in a lamp, you are wiggling the bulb around (which can flex the cold filament) and then a large surge of electricity jolts the filament while it is flexed. This moment of stress can reduce lamp life and cause a premature burnout. Cold relamping (relamping with the power off to the socket) is recommended for all types of screw-in and plug-in lamps. This should particularly be the case when changing Halogen lamps, since they use a more inflexible filament.
Hot relamps should also be avoided with fluorescent fixtures, as you can short out and damage the ballast and lamps. In addition, hot relamping places the installer at higher risk for electrocution, which is why hot relamping violates OSHA safety regulations.
To insure Superior Lamp customers get the best life and most satisfaction from our products, remind them not to hot relamp.
Superiorlamp.com
Tuesday, March 23, 2010
Superior Lamp Inc. Sales Motivation #1
FAILURE IS A REQUIRMENT FOR SUCCESS
What do Albert Pujols, Mike Schmidt, Donald Trump and Warren Buffett all have in common? They all fail much more than they succeed. Albert and Mike fail two out of three times they have gone to the plate and one of them is already in the hall of fame as one of the greatest in his profession. The other one will be there. Mr. Trump and Mr. Buffett have made millions and maybe billions but have lost a whole lot of times. This group may be some of the biggest losers of all time.
Another thing that these “successful failures” have in common is the life learned ability to learn from their unsuccessful efforts and make adjustments so they don’t make the same mistake twice. I guarantee you that after an unsuccessful effort on their part they are better prepared next time to charge ahead with every intention of succeeding. They accomplish this with a plan that includes back to basics and preparing by studying the positive material that allowed them to succeed before.
These people will fail again and they are aware of that each and every day. But they also will succeed again because they know that failure is a big part of success. They all go to bat the next time up with the intention of getting on base and then scoring.
Do you fear failure? Or do you know it is required for success? When you don‘t succeed do you look inside and see what you could have done better? Do you go back to basics and adjust? Do you call your in–house manager, your coach to seek advice and direction? Failure is no more than a sign post telling you to adjust your direction and improve your course. Heed the sign, make the corrections and you will get right back in the game. Remember, if your last at bat or “door” was a “no”, go through the next door swinging, you are due for a “yes”.
Good Selling
Tom Mosher
Superior Lamp Inc. Executive Staff
Superiorlamp.com
What do Albert Pujols, Mike Schmidt, Donald Trump and Warren Buffett all have in common? They all fail much more than they succeed. Albert and Mike fail two out of three times they have gone to the plate and one of them is already in the hall of fame as one of the greatest in his profession. The other one will be there. Mr. Trump and Mr. Buffett have made millions and maybe billions but have lost a whole lot of times. This group may be some of the biggest losers of all time.
Another thing that these “successful failures” have in common is the life learned ability to learn from their unsuccessful efforts and make adjustments so they don’t make the same mistake twice. I guarantee you that after an unsuccessful effort on their part they are better prepared next time to charge ahead with every intention of succeeding. They accomplish this with a plan that includes back to basics and preparing by studying the positive material that allowed them to succeed before.
These people will fail again and they are aware of that each and every day. But they also will succeed again because they know that failure is a big part of success. They all go to bat the next time up with the intention of getting on base and then scoring.
Do you fear failure? Or do you know it is required for success? When you don‘t succeed do you look inside and see what you could have done better? Do you go back to basics and adjust? Do you call your in–house manager, your coach to seek advice and direction? Failure is no more than a sign post telling you to adjust your direction and improve your course. Heed the sign, make the corrections and you will get right back in the game. Remember, if your last at bat or “door” was a “no”, go through the next door swinging, you are due for a “yes”.
Good Selling
Tom Mosher
Superior Lamp Inc. Executive Staff
Superiorlamp.com
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